Monthly Archives: April 2018

THE 7 DEADLY SINS OF A BAD COACH
Apr 24

The 7 Deadly Sins of a Bad Coach

By Jennifer Hall | Uncategorized

I wrote this article for the purposes of exposing what’s entirely wrong with the coaching industry.

Not to moan, but to raise awareness and raise the bar on best practices when it comes to running a coaching business. We all have different ways of working but ultimately from a client perspective we need to give them THE BEST experience possible if we want our business to thrive and the coaching industry to improve its’ reputation.

This article is a stand against those who operate and sell off hype.

Let’s get known for the RIGHT things… our expertise and our excellent reputation!

The things below are the exact reasons people are refusing to use the word coach to describe themselves. I suggest that instead of refusing to use the word coach, we own it and raise the standards.

  1. Ghosting

You know the ones… they’re happy to speak to you as long as you keep on paying them. The moment the money stops, so does that cherished relationship. Now I’m all for ending the service, but genuine relationships and manners not so much. Do they not realise the lifetime value of a happy client? Clearly NOT! Happy clients buy time and time again!

  1. Over Promising

‘Oh yes you can have that too!’ ‘This programme will definitely cover that and more’** Terms and Conditions apply.

You have to decide on your boundaries and if you choose to bend them you have to see it through. Don’t offer the ‘extras’ unless you’re willing to follow through on what you agreed to do. Simple as!

Oh and while we’re here… anyone been told one thing on the phone and signed a contract saying something entirely different which has then been used to back up why they haven’t followed through? Yes, we should all take responsibility for what we sign, but deliberately telling someone something different on the phone, that’s sneaky! Not only sneaky but wholly unethical and branches into number 3…

  1. Mis-Selling

They know it’s not the right product for you, but their goal isn’t your results, it’s their bank balance and they want you in to hit their target. It’s sad but true that this and number 2 happens all too often.  Putting money before client results will lead to a bad reputation and sore pockets for the victims. Jessica Lorimer Sales and Leadership Coach takes a BIG stand against this and practices non-icky ethical sales best practices. Her words – ‘If you don’t step up and sell, someone much worse at what you do will instead’ Which leads us nicely to number 4!

  1. All Talk No Value

The way the industry has taken a bad turn is in the low entry point into coaching, meaning many Coaches are teaching Coaches how to sell a lifestyle – Bali, LA, the beach, nice house, financial and time freedom… but the Coaches they are teaching have no real expertise behind them, they just know or have learned ‘how to talk a good game’. Or indeed the Coach teaching them how to sell doesn’t have any real, ethical sales skills either.

They too have learned to dangle the secret to success, which in their case is a cheese ball cliché on how you only have to believe it and it will happen… but you’ll only find that out about this so-called magic pill ONCE you pay! A word of advice, don’t take their word for it, there is no ‘one thing’, they should show you their value before you decide to pay.  The realisation that this was actually happening put me into a genuine temporary depression. The day of realisation was the day I stopped comparing myself and owned my expertise proudly.

Surely we should be known for our expertise, instead of how much money we have.

  1. Copy Cat’ing

This is harder to spot but if you catch wind of someone stealing and copying someone else’s content whether that be marketing material or actual programme material, NEVER touch these people with a barge pole. It’s the lowest of the low! Yes, we all have to learn somewhere, but there’s a big difference between learning and assimilating information once you’ve implemented and gained success yourself, but blatant copy and paste!!?? Ain’t nobody got time for dat!

  1. Flaking

You’ve taken the plunge, invested a heck of a lot of money and you’re ready for transformation…

‘I’m so sorry but can we take a rain check on today, I’m having a bad day’

Now I’m no angel, I have had to rearrange a couple of times but it’s because of circumstances outside of my control and on rare occasions. We’re human and we run our businesses to be flexible. At the end of the day though, we’re running a business and the world doesn’t stop just because you don’t feel like it today. A level of commitment is required, and serial cancellations is not a commitment to the client’s success.

  1. Fluffyness

Now this one is where it gets slightly controversial. I’m talking about the Coaches that offer to help with anything for anyone. Now that’s a lovely sentiment but I personally don’t think it’s ethical. You cannot be a master of all things. If you don’t communicate what outcome you deliver, then how can you ethically sell your services. I also don’t believe that these people are experts in their field and with the level of incredible expertise there are out there, I’d be hard pushed to trust anyone who says they can help me with all things! Particularly with my own experiences. What do you think?

The answer?

Set clear boundaries and expectations for you and the client and commit to them. People like to know where they are and what they can expect; not only in terms of knowing the expected results but what’s required on their part and what they can expect from you. Treat others how you’d like to be treated… be fair, transparent, honest and committed. Their success should be important to both you and them. And if the client is not 100% committed to their own success, avoid THEM at all costs.

Do you believe there is an 8, 9 & 10?

Comment below and let me know what you think they should be and they may make the final blog piece giving you a little mention!

Share your opinions and experiences below…

****And if you’re someone who owns incredible expertise and are currently trying to niche down to avoid the fluff and become a truly desired reputable go-to Coach, then click here to register for the 5 Steps to Use Your Unique Power to Convert Clients with Ease this Thursday at 8pm BST/UK Time…

👉Here’s the link to register for the training! https://my.demio.com/ref/4agAmeFp8mMJtXZ8

For those that attend live and watch to the end will also be entered into a prize draw to win a 121 Coaching session with me.****
Apr 16

What Your Ideal Client ‘Really’ Wants

By Jennifer Hall | Uncategorized

***So, tell me what you want, what you really, really want!***
And I bet it isn’t more money!!
(and I bet you couldn’t resist reading that without singing it in your head! )
There have been times in my life when I would have paid anything to get a result and solve a problem and guess what? It wasn’t on the promise of more money. Here they are…
  • In the last few days of holiday to Spain I put my back out picking up a top from the floor! I can honestly say it’s been one of the most debilitating injuries I’ve ever endured from doing something as simple as picking up a light object, and I have been in a lot of pain. I didn’t end up paying out that much for the massage, osteopath and chiropractic treatment I received to get it sorted but I was damn well willing to pay whatever it took to get rid of the pain.
  • Over the last few years I paid a world class Sales Coach over 5 figures. You might argue that I paid for more money but that just wasn’t the reason I invested. That was the justifying factor for me to make the decision to invest, but what I really wanted was to prove to myself that I could be a super successful business owner who was able to pull in large sums of money with ease. The money was the bi-product not the reason I invested.
  • When my daughter was born she was seriously unwell and no one could tell me why. If I had been able to find someone who could have told me what was wrong with her and they charged me 50k, I would have paid it!
The return on investment that people WANT isn’t money. In some circumstances, it’s the justifying factor or the bi-product but it isn’t the core desire that makes people WANT to work with you and use your services.

So what is the core desire?…
People pay because they don’t want to be in ‘pain’ anymore or because it helps them become a certain type of person.
My clients pay me large sums of money not because I promise them money in return, but because I promise to give them clarity on what makes them the most desirable option in the market which of course will result in a monetary return and allow them to run a successful business, but that’s not why they buy. They buy because they want to be seen as an unrivaled expert and THE go-to person in their field.
What does your prospect, REALLY want?
If this is something you’re struggling with, why not book in a Clarity Call with me (I only have a few spots left this week and next week so book in quick) and find out once and for all what’s standing between you and becoming wanted in the marketplace? Book it here

 

Apr 15

If ‘yes’ isn’t coming easily from your Ideal Client, then here’s why…

By Jennifer Hall | Uncategorized

 ***If‘ ‘YES’ isn’t coming easily from your Ideal Client, then here’s why…***

One of the biggest reasons we struggle to get a ‘yes’ from our ideal clients is that we think about them from our perspective instead of theirs.

When I ask people who their ideal client is, the common answers are as follows…

  • ‘I want to work with people who want to make a difference in the world
  • I want to work with people who are driven and want more.
  • I want to work with people who have the money to invest into their personal development and value it.
  • They want more confidence and they always beat themselves up Etc,

Those things are ideals, but they’re too selfish to convert those prospects into a ‘YES’.

Of course, your ideal client will want to work with you! Of course, they will go out of their way to make it happen. And of course, they will pay your value, but only because you’re solving a painful problem to achieve their truly desired outcome. This is the part that a lot of people miss off in the quest to find the perfect client.

The Answer…

Converting those ideal clients into a ‘yes’ comes from offering them the golden carrot that they want so badly they’d pay anything to get.

If you don’t look at it from this perspective you’ll always be on the convince train, convincing people of your value and begging them to work with you.

***Before you start thinking about the kind of client you want to work with, switch around and ask WHY would someone want to work with you? What is your golden carrot?***

Apr 13

Are you a ‘nice to have’ or a ‘MUST have’?

By Jennifer Hall | Uncategorized

***Are you a ‘nice to have’ or a ‘MUST have’?***
 
*‘Nice to haves’…
 
👉chase clients
 
👉get interest from prospects but then get silence upon follow up
 
👉have prospects that use money as the first and final objection for not using your services.
 
 
*‘MUST haves’…
 
👉have prospects following them
 
👉easily book into discovery calls and say yes without persuasion
 
👉charge high prices and receive them without question
 
 
*How do you become a must have?*
 
In the words of Seth Godin – ‘Find out what people will pay anything for and then go sell it to them’
 
Easy enough right? 😉
 
I get it, of course, it isn’t otherwise business would be a breeze!
 
But ‘must haves’ have something that ‘nice to haves’ don’t, and that is the D Factor. D standing for ‘desirability’.
 
💣Truthbomb:- The D Factor, unfortunately, isn’t determined by you, it’s determined by your ideal client, which is why it’s imperative to have full clarity on WHO you are helping. Once you know what they want, all you have to do is sell it and deliver the results.
 
The D Factor is determined by how badly your prospect wants the result you are offering.
 
💫For your result to be desirable…
 
1. You must be confident in ‘promising’ the result/solving their problem.
 
2. Your result must be solid enough for your prospect to understand it’s importance and feel happy that they are ‘getting’ what they want.
 
3. The result has to be specific to the prospect.
 
4. The prospect must want this result/the problem solved urgently because the impact of not having it or leaving it any longer is too great.
 
💫Knowledge is power when it comes to marketing your services and the knowledge you MUST HAVE is in who you are marketing to.
 
If you are looking to nail your D Factor then The D Factor Weekend Intensive is for you and you’ll be pleased to hear that if you can’t make it in person you can now attend virtually. Check out the details here http://jen-hall.com/dfactorweekend/ to find out more about how you can become the most desired option in the market…